• Corpus ID: 208050396

Bargaining While Black

  title={Bargaining While Black},
  author={Morela Hernandez and Sabrina D. Volpone},
The influence of race in negotiations has remained relatively underexplored. Across three studies, we theorize and find that Black job seekers are expected to negotiate less than their White counterparts and are penalized in negotiations with lower salary outcomes when this expectation is violated; especially when they negotiate with an evaluator who is more racially biased (i.e., higher in social dominance orientation). Specifically, on the basis of the prescriptive stereotype held by those… 

Figures and Tables from this paper



Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration

We examine how gender stereotypes affect performance in mixed-gender negotiations. We extend recent work demonstrating that stereotype activation leads to a male advantage and a complementary female

The White standard: racial bias in leader categorization.

A connection between leader race and leadership categorization is demonstrated, consistent with the prediction that leader prototypes are more likely to be used when they confirm and reinforce individualized information about a leader's performance.

Racial Differences in Perceptions of Starting Salaries: How Failing to Discriminate Can Perpetuate Discrimination

Despite recent findings suggesting the presence of racial differences in the perception of starting salaries, researchers have yet to empirically investigate this possibility. Consequently, this

Modern Racism and Modern Discrimination

Researchers in American race relations have demonstrated the ambivalence white Americans feel toward black Americans. The prejudiced white behaves positively or negatively toward blacks depending on

Women and African Americans are less influential when they express anger during group decision making

Expressing anger can signal that someone is certain and competent, thereby increasing their social influence—but does this strategy work for everyone? After assessing gender- and race-based emotion

Racial Stereotypes From the Days of American Slavery: A Continuing Legacy1

During the days of American slavery, many whites held stereotypes of blacks as inferior, unevolved, and apelike. The present study was designed to see whether such stereotypes persist in contemporary

Battle of the sexes: gender stereotype confirmation and reactance in negotiations.

The authors examined how gender stereotypes affect negotiation performance and examined the cognitive processes involved in stereotype reactance and the conditions under which cooperative behaviors between men and women can be promoted at the bargaining table (by activating a shared identity that transcends gender).

Race and Gender Discrimination in Bargaining for a New Car

More than three hundred paired audits at new-car dealerships reveal that dealers quoted significantly lower prices to white males than to black or female test buyers using identical, scripted

Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations

This article tests hypotheses about the effects of social networks on inequitable salary negotiation outcomes using a U.S. high-technology company's salary negotiation data for 1985–1995. Analyzing